Resources Archive - Marketing Ops Journal

Marketing Ops Journal

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Featured B2B Marketing Insights & Tips

The Real Problem With "No Decision" Losses

Some experts say that no-decision losses are a symptom of weak qualification processes or an inability to sell on value. But we have serious doubts about this conventional wisdom.
Your Customers Are (Probably) Lying To You

Marketing operations that rely on satisfaction surveys may be fooling themselves into thinking they don't have a customer retention problem. Here's what you should do instead to learn the truth.
Why Losing Your Sales Team's Confidence Is Dangerous

Having salespeople that are confident in what they're selling can certainly help close deals. But as this case study shows, things can get ugly if that confidence isn't there.

Recommended On-Demand Training Webinars

Questions from the Community

Question

Why are the early signs of customer defection so difficult to spot?

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What types of content are best for repurposing or recycling?

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What’s a “bounce-back” offer and when would I want to use one?

Recommended Tools & Diagnostics

Preventing Bad Deals Before They Happen

After-the-fact corrective actions will do little to prevent the bad deals from happening again. Stop treating the symptoms. This diagnostic shows how to identify and correct the underlying root-causes of problems and issues.
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Three Types of Buyers That Don't Buy on Price

Research says that 60-70% of buyers aren't price buyers---lower your price for them and you just give margin away. Learn how to identify the types of buyers where additional discounts won't help you win the business.
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Finding Margin Leaks in Your Sales Processes

It’s important to realize that every sale is the result of a process. This diagnostic examines how to improve sales results by identifying root causes and areas for improvement in your sales processes.
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Recommended Case Studies

Popular Expert Interviews

Seizing the Pricing Opportunity Before Someone Else Does

In this conversation with David Bauders, the Founder and President of Strategic Pricing Associates (SPA), you'll glean insights and tips from his experiences working with hundreds of distributors and manufacturers.
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Exposing the Power of Price Elasticity in B2B

Price elasticity is incredibly underutilized and often misunderstood. Barrett Thompson explains the nature of price elasticity in B2B and how you can use it to set better prices with far less risk.
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Creating More Powerful Sales Proposals

Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.
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Recommended Tutorials

Popular Express Guides & Research

Using Analytics to Drive Strategic Marketing Decisions

In this guide, you'll learn how to look at sales and marketing performance in a different way, use analytics to answer much more powerful questions; and identify your company's real strategic "sweet spot" in the marketplace.
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Identifying Three Types of Customer Defection

In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.
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Manage Your Customer Mix to Improve Profits

A video guide that demonstrates how to improve gross margin production without changing your prices or lowering your costs
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